You stay there.
Right there in a pile of discouraging thoughts and feelings. You feel disappointed and so, so frustrated with yourself.
I’m going to set it to you straight: what you’re doing is not cutting it.
So, let me chime in here with a very forward, serious question for you . . . what is it with selling that has you so uncomfortable? Why does it give you the heebie geebies and make you want to run for cover? Why do you hate it so much?
I get it and I’ve heard it before – sales can be tricky because there’s a lot more to consider than simply stating what your products and services are while crossing your fingers and hoping for a win. Selling is a HUGE part of making your business a success. And by now, I know that you realize this!
You know that if you don’t sell and successfully build a community of customers and clients around your business, then you will NOT grow. It will only be you in an empty room.
I don’t want this for you. And I know you sure as heck don’t want this for you.
I don’t want your fear of selling to come smack in between you and your full potential. Don’t let this happen. It’s time to stand back up, look at yourself in the mirror, and decide whether or not you truly want this creative passion of yours and the business you’ve worked so very hard to build, to reach new heights. If your answer is yes, then let me tell you, friend, you CAN sell and you WILL sell.
But, first thing is first. You must identify where you are going wrong. You must first uncover the mistakes you’re making before diving into how you can grow, improve and finally sell with confidence.
1 // You’re moving too quickly into benefit-spilling mode.
When you’re in front of a potential client, or typing up an email response that requires selling on your behalf, you’re immediately trying to communicate the value of your products and services. “My product does this, this, and this,” or “My services are good because of this, this, and this.” This approach of spilling all the benefits first can come across as pushy and forceful.
Plus, —let’s be honest—what you’re saying is more than likely exactly what your competitors are saying. Am I right?
By diving into what you have to offer and why they should choose your products and services over other options right off the bat, you’re missing some essential selling steps and avoiding enormous opportunities to be far more impactful, and in control of the sale.
You’re doing what you think you should be doing and you’re saying what you think you should be saying. But the reality is that this is not what each of your unique clients and customers desires from you!
2 // You’re failing to recognize and confront sale-preventing reservations.
While you’re engaging with potential clients and customers with a focus on moving them towards a signed contract or sale, you are completely ignoring the very real feelings of hesitancy that they may be experiencing. Sure, their reactions may be happy and go lucky on the surface, but have you uncovered the truth of where they are at?
Is what you are saying to them resonating?
What are they really feeling inside?
Does anything you’re putting in front of them ACTUALLY MATTER?
You are failing to recognize serious reservations and leaving far too much room for discomfort on their end. You must seal the trust that’s essential to move them towards a SUCCESSFUL sale.
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3 // You’ve neglected to position your business in a way that communicates your authenticity and differentiates you from your competitors.
To thrive in your field, you’ve got to stand out. You can’t merely say the same things that people within your industry are saying and expect sales to fall into your lap. If you sound just like everyone else, what’s going to prompt potential clients to choose you?
You’ve got to establish a strong and unique first impression that catches people off guard (in a really, really good way) and makes them feel attached.
Stop letting low self-confidence or high selling discomfort push you away from acknowledging, appreciating, and celebrating what makes everything you have to offer so incredibly special.